One of the biggest missed opportunities for most small businesses is the lack of an effective follow-up system. In order to generate more leads, to close more sales, and to create repeat customers, it’s vital that you follow-up and stay in touch.
If someone visits your website and fills out a contact form – you should follow up via email, as well as possible SMS/text message and personal phone calls from your team.
If a prospect schedules a sales presentation but doesn’t show up for the meeting – you should follow-up.
If a prospect shows up for the sales presentation but isn’t ready to move forward yet – you should follow-up.
If a prospect becomes a client or a customer – you should continue to follow-up with them!
You need to stay in regular contact with your prospects and your customers. We live in an overstimulating world – every one of us is constantly bombarded with distractions. So it’s important that you fight to maintain their attention and awareness. Here are a few ways to do that:
1. Email. Send out a weekly/monthly email newsletter or tip sheet. Make sure to include content that is valuable and interesting to your audience. This is a great way to keep them engaged with your business!
2. Social Media. Facebook and Twitter, in particular, are great ways to stay in touch with your prospects and customers. Post entertaining, engaging content multiple times per week. Social media is a great way to create quick touchpoints throughout the week – allowing you to maintain top-of-mind awareness.
3. Personal Calls and Email. Depending on your average transaction size, it is often worthwhile to personally follow-up with products. You or your sales team should reach out at regular intervals. There are a variety of CRM programs available that make this process easy. Ontraport, Salesforce, and Zoho are among the most popular today.
Stay in touch with your prospects, customers, and clients. If you can maintain top-of-mind awareness, you’ll make more sales.
What are your strategies for staying in touch with prospective clients? Leave a comment on our post – I’d love to hear from you!